Excellerate Associates

Excellerate Associates, the go-to business mentors for entrepreneurial and leadership development

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Get More Leads When You Speak

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get more leads when you speakPicture this: You just made the decision to add speaking to your marketing mix so you get in front of your ideal prospects.  You land your first gig.  You are thrilled because you have your first real shot at getting in front of a room filled with your ideal prospects.

So, you work for hours getting your speech down cold.  You spend a lot of effort working out your presentation.

You deliver your speech and are quite pleased with your presentation.  You’re relieved to finish your talk, the audience claps, and some people take your card.

Then you wait.  And wait.  And wait.

You check your phone to make sure it’s working.

Confusion turns into frustration.

You simply don’t understand why you’re not getting calls because so many people came up to you and loved your message.  All of that time, effort, money, travel and nothing to show for it.

If you added speaking to your marketing mix and wonder why you’re not getting leads, you’re not alone.  Many experts add speaking to their marketing mix so they can get in front of their clients but miss out on an important factor:  systematic follow up. 

It’s simply not enough to present your information without giving your audience members who are inspired to step up.  With a steady stream of messages filling up their inbox, your words simply will not last in the minds of your audience members.

Determine ways to continuously connect and engage your audience.  At the end of your speech, give them a way to keep in touch.  If you don’t give them a way to keep in touch and give continuous value, you missed out on a key outcome of serving your audience as a speaker:  inspire positive action.

One way to do this is to add a QR Code to the back of your business card or place the QR Code on your handout. When they scan your QR Code, they instantly receive  a copy of your slides, an ebook, and/or are registered to receive weekly tips from you.  You’ll want to clearly state that they will be added to your Ezine list on your handout, too.

There are many sites that make it easy and convenient to generate a QR Code or place your QR Code on all kinds of nifty gifts. One site that helps you generate a QR code is www.qrstuff.com

When you make the decision to add speaking to your marketing mix, be sure to have a mechanism to keep in touch.  When you do, you’ll continuously engage your new prospects and turn them into invested clients.

Transform Your Intangible Service into a Tangible One to Attract More Clients

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Transform Your Intangible Service Into a Tangible One to Attract More Clients

maketheintagibletangibleThe benefit of purchasing a product in a retail store or in person is the ability to inspect the product. Rapport is also developed when you have a chance to talk with someone about it.  But many professionals are providing services. One of the greatest challenges professionals have is how to make an otherwise intangible service – tangible.

Progressive Insurance has done a fabulous job in turning an otherwise intangible insurance service into the tangible. I’m sure you’ve seen their commercials with their spokesperson Flo surrounded by boxes with their logo on it. They demonstrate their service offerings, making insurance something people could put their hands around.

Here are two tips to make an intangible service tangible:

1.      A picture is worth a thousand words.

Graphic images work wonders in giving something people can visually identify. Progressive surrounds their spokesperson with shelves filled with boxes, giving the viewer a visual representation of their services.

With my webinars, I create a picture of a downloadable guide that accompanies the webinar.  My clients can see what we’re going to cover and complete the Guide as we go along. It transforms an otherwise intangible service into a tangible product.

2.      Give samples.

If you offer a service, extend a preview session of your services. When you do, you will develop rapport with your prospects and they will experience an introduction into what they could accomplish by working with you.

This is especially important if you have a type of intangible service, like consulting. Offer a thought-provoking pre-questionnaire to get people thinking about what they want to uncover or work through in their life and give them a taste of what they can accomplish by working with you.

For assistance in turning an intangible service into a tangible one, visit, Create Your Signature Program.

Use the START Method to Make 2013 Your Best Year Ever

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UPCOMING FREE WEBINAR:

How to Get All the Clients You Need – Automatically!

Thursday, December 13, 2012 at 3 pm ET

    

 

Do you begin the year with good intentions, then fade away because you got sidetracked?  You’re not alone.  According to a Franklin Covey Survey of 15,000 customers, one third will break their resolutions by the end of January. Nearly 40% surveyed attributed breaking their resolutions to having too many other things to do and 33% simply aren’t committed.

It’s not too late to do something different and get the New Year off to a running start. Use this simple START Method to get some real traction:

Start Before the Launch Date

If you identified a beginning date of your plan on January 30, why not start before that date?  If attracting more clients and adding additional revenue is your declaration, start by taking a business development day during the holidays for just you.  By January 1, you will have a head start on your resolution and begin with the steps you’ll take.  My clients use the holidays to put the finishing touches on their Business Blueprint.  With their entire year planned out on how they are going to get more clients and add additional revenue, they look forward to the New Year with anticipation.

Take Baby Steps

The old adage, “how do you eat an elephant? One bite at a time”  holds true in setting achievable goals. People bite off too much becoming discouraged too soon. For example, when you set an action step to exercise one hour four days a week, taking your lifestyle from no exercise to one hour of it leaves you with muscle soreness.   The mind-body connection is critical. Instead, take it slow in the beginning leaving your brain and your muscles looking forward to more.  Each day add a few minutes more of exercise.

Add Fun

If it isn’t fun, it won’t get done. Ask yourself, “how can I make this fun?” That simple question helps to identify all possibilities and add fun while doing it.  Switch your brain from dreading a task to looking forward to it.

Rejoice in Your Successes

To keep yourself motivated, celebrate even the smallest achievement.   While you may not want to celebrate with a counterproductive gift (like a double dipper Hot Fudge Sundae when you’re trying to live a healthy lifestyle) you may want to purchase new clothes. This reinforces your actions, keeps up the momentum, and invites new things into your life.   How about donating your gently used clothes to charity!

Track your Results

Review your action plan weekly. Review plans at the end of the year, too, to see how far you’ve! Some resolutions continue until they become a lifestyle and others need to be tweaked for completion at the right time. Either way, tracking results helps you to see what works, eliminate what doesn’t, and identifies how far you’ve come.

In what other areas of your life or business could you use the START Method?

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